ive impressions as is the employment of character pitches.
The one-tone voice does not augment the force of words. "Yes" said with
but one tonal unit is not nearly so powerful as "Y-es" in two tones, the
second pitched low. A two-tone "Y-es" with the second unit high-pitched
suggests the very opposite of plain "Yes." It implies "No," or a
question instead of an affirmation. Sometimes it is advisable to suggest
"No" when the word itself if spoken bluntly would give offense. You can
convey the idea of skepticism or denial by using two tone units
skillfully pitched in saying "Y-es."

While you ordinarily can double the effectiveness of your tone by using
two units, and you may treble the effect if you employ three (as in the
exclamation A-ha-a!), if you attempted to use more than three units of
tone in any ordinary circumstances you would be likely to appear odd or
fantastic, if not foolish. So be careful not to over-do the employment
of multiple tone units to stress your meaning.

[Sidenote: Placing Tones]

There is selling value, too, in the _placing_ of tones in your mouth. A
tone placed far forward indicates lack of thought and instability. It is
the tone we associate with "lip judgments." On the contrary, hidden
thoughts, unwillingness to tell all you know, are suggested by tones
placed far back in your mouth. The middle-of-the-mouth tone makes the
impression that the voice is properly balanced, and suggests the
associated idea of mind balance. Avoid the extremes in placing your
tones, if you would make certain of the most effective use of your voice
in selling ideas. Convince and persuade by employing the secure,
trustworthy tone of the "happy medium."

[Sidenote: Bad Habits]

_Undoubtedly you have little bad habits that tell lies about
you_--habits in the use of words, habits of tone, and especially habits
of action. When you fully understand the significance of _what_ you say,
and of _how_ you say it, and of the things you _do_--the effects
produced on other men--you will _start changing your bad characteristics
into good factors_ that will certainly help you to succeed. So study
yourself most carefully, in order to learn what your habits are, and
their meanings.

[Sidenote: Significance Of Movements]

Ordinarily a man is conscious of his words and tones, but he often
_does_ things unconsciously. Probably you realize only vaguely or not at
all just what your various _actions_ suggest to people who observe y